Franklin County CDC Alan Singer - Lending Director 324 Wells Street Greenfield, MA 01301 Phone: (413) 774-7204 #105 Fax:

1. Franklin County CDC Alan Singer - Lending Director 324 Wells Street Greenfield, MA 01301 Phone: (413) 774-7204 #105 Fax: (413) 773-3562 e-mail: Alans@fccdc.org URL: www.fccdc.org "The Franklin County CDC is an Equal Opportunity Provider"

2. Access to Resources (money, time, people, land, equipment, knowledge) Yours & others Use Technology to streamline operations. Take it seriously Plan Network Competitive advantageAdd Value Know when to bail PVGrows Farm & Food Entrepreneurship

3. The Need For a Good Team • Manufacturers are capital intensive • Small businesses are inherently risky • Risk spreading is necessary and prudent • Work with a strong funding team to be sure your back is covered

4. Know Your Funding Team: Are they in it for the long haul? Is there a Mission fit amongst all of the funders for the deal? Choose partners the Borrower’s Principal(s) will both understand and respect Choose partners sharing similar funding commitments repayment structures reporting requirements Choose a mutually agreed upon contact person for the team

5. Take the time to understand the business model • Use direct employees (beware of outside consultants working on a deal-by-deal basis) • Are open to signing an intercreditoragreement • Have an agreed methodology for disseminating important communications • Can agree on a single point person to make quick decisions if a time-critical decision must be made • Consider team membership stability to be critical Good FUNDING TEAM MEMBERS

6. Avoid organizations that employ people on a consulting basis Avoid organizations that are dealing outside of their stated mission Avoid team members that don’t take the time to understand industry and business models Avoid organizations that employ one capable employee without a back up Avoid key funding time lines from funders unless they are capable of doing so Avoid making key decisions outside of team meetings TEAM-RELATED ISSUES

7. What is This?(You need to know this to understand manufacturer financing) ManufCompany, Inc. Cost of Goods Manufactured Schedule For the Year Ended December 31, 20X0 Direct materials used   Beginning raw materials inventory 6,200   Add: Cost of raw materials purchased 49,400   Total raw materials available 55,600   Less: Ending raw materials inventory (5,800)     Total raw materials used 49,800 Direct labor 125,600 Manufacturing overhead   Indirect materials 4,100   Indirect labor 43,700   Depreciation—factory building 9,500   Depreciation—factory equipment 5,400   Insurance—factory12,000   Property taxes—factory 4,500     Total manufacturing overhead 79,200 Total manufacturing costs 254,600 Add: Beginning work-in-process inventory 10,200 264,800 Less: Ending work-in-process inventory (9,800) Cost of goods manufactured 255,000

8. Some suggestions: “CFO Magazine” “The Secured Lender” Industry Trade Group Web-sites and Publications Access the Database of your Nearest College or University Research Library Most importantly – read up and stay informed. Keep up with the industry trends from recognized, trusted, independent and objective sourceS